Manager, Southeast Field Sales

To support an organic growth strategy, the organization is expanding its sales leadership team by adding an additional regional sales leader. This role is designed to elevate how the company partners with existing customers while accelerating the acquisition of new business. The Manager, Southeast Field Sales will bring a collaborative, competitive, customer‑centric, and growth‑oriented mindset, playing a critical role in driving sustainable revenue growth across the designated region. This role requires a leader who is energized by growth through regional customer insight, committed to exceptional customer service and intimacy, and passionate about building, developing, and guiding high‑performing sales teams that consistently exceed customer expectations and sales objectives.

he Manager, Southeast Field Sales is responsible for developing and executing regional sales strategies—and leading teams in doing so—to retain existing lab‑based customers, expand revenue within current accounts, and attract and secure new regional customers across the full portfolio of Service channels. Success in this role is measured by the ability to meet and exceed organic growth targets through disciplined execution and strong leadership.

he Manager, Southeast Field Sales will manage one to two Business Development Managers (BDMs) and one to two Account Development Managers (ADMs) in each assigned location in the Western United States. Sales teams will partner closely with Operations, including each location's Service Manager and Customer Service Representatives. Across all regions, the role requires aligning sales objectives with business priorities, strengthening client relationships, leveraging technology to enhance the customer experience, and executing strategic initiatives to expand existing accounts while adding new customers across Service channels.

The ideal candidate is an experienced sales leader with a demonstrated track record of:

• Building collaborative, innovative, and results‑driven sales cultures
• Developing strong, trust‑based customer relationships through direct, face‑to‑face engagement
• Understanding customer needs and tailoring solutions to exceed expectations
• Driving loyalty, retention, and long‑term partnerships
• Growing revenue within existing accounts
• Identifying and attracting new customers through differentiated value propositions and service excellence
• Consistently exceeding revenue targets

Selected candidates will model company values, influence others to perform in alignment with organizational goals, and remain deeply committed to developing employee performance and supporting career growth. This role reports to the Director, North American Field Sales.

Accountabilities and Essential Responsibilities

Customer Retention and Growth

• Develop a deep understanding of customer needs and the end‑to‑end customer experience
• Build and sustain strong, long‑term customer relationships
• Proactively identify and address customer needs across Service channels
• Design and implement customer retention and loyalty strategies
• Conduct regular customer meetings to understand requirements, challenges, and satisfaction levels, enabling informed decisions related to offerings and proposals

New Customer Acquisition

• Understand each lab’s regional competitive landscape, including market strengths, gaps, and opportunities
• Analyze market trends and competitive activity to identify growth opportunities
• Position the organization’s Service portfolio effectively within each region
• Develop and execute strategies to attract and secure new customers
• Identify new customer segments, markets, and Service channels

Revenue Growth

• Identify and pursue new revenue opportunities within existing accounts through upselling, cross‑selling, and strategic account planning
• Develop and execute account plans to maximize revenue potential
• Partner with cross‑functional teams to deliver compelling value propositions

Sales Forecasting and Reporting

• Accurately forecast and track sales performance against targets
• Prepare and present regular sales reports for leadership

Territory Management

• Maintain strong knowledge of regional markets and competitive dynamics
• Effectively prioritize and manage sales activity within assigned territories
• Travel within the region as needed to build relationships with existing and prospective customers

Team Leadership and Development

• Lead, coach, and mentor BDMs and ADMs to drive customer intimacy, ease of doing business, and revenue growth
• Build strong, collaborative relationships with regional Service Managers to enhance service delivery and sales effectiveness
• Coach and support lab‑based Customer Service Representatives through partnership with Operations
• Contribute to sales training programs and continuous capability development

Travel

• Regular regional travel required
• Occasional national travel for company‑wide initiatives and meetings

Leadership Expectations

• Model company values to drive aligned performance
• Ensure training and development plans are in place to support performance improvement and career progression
• Complete timely, accurate, and constructive performance evaluations
• Perform additional duties as required

Key Competencies and Attributes

• Ability to develop high‑performing teams
• Strong independent and collaborative working style
• Adaptability, persistence, and resilience in dynamic markets
• Analytical thinking and problem‑solving capability
• Commercial acumen and forecasting expertise
• Clear, persuasive communication and presentation skills
• Creativity and innovation
• Results‑driven mindset focused on sustainable competitive advantage
• Negotiation and closing expertise
• Passion for exceeding expectations
• Proactive approach to growth
• Strategic thinking and vision

Education and Experience

• Bachelor’s degree in Business, Marketing, or a related field preferred
• Calibration industry experience preferred
• 5+ years of successful sales experience, ideally within a B2B environment
• Proficiency with CRM platforms (e.g., Salesforce) and related sales tools
• Experience applying structured strategic selling or large account management methodologies preferred